Instructor Led Courses
I have a global team of trainers, located in different countries around the world, who can design, create, and deliver face to face training.
All my trainers are bilingual in their local language and English. Being nationals of their country they understand the local business environment and culture in which course participants are working, and can therefore customise the training content to their specific needs.
Being extremely experienced training and development professionals, they are able to create powerful blended solutions incorporating the use of online learning.
Instructor led training is normally of one to three days duration but longer if required.
Below is a selection of course topics we typically provide. Take a look at any topics of interest to you from the categories below.
Examples of Instructor Led Courses
We have shown below the typical topic areas we cover in our Instructor Led Training Courses.
All our courses are customised to the client's needs. Take a look at the type of contents our courses cover
Click on an item below to view details:
What makes a leader different to a manager? What do effective leaders do to attract willing followership? What qualities do they possess? What knowledge and skills do they use to be an effective leader? How can you become a truly effective leader? The answers to all these questions are covered in this session.
There are five leadership styles a leader can use when interacting with a team or individual. Discover your own preferred style and how to modify it when dealing with people in different situations. Learn what effective leaders do when using different styles as well as the mistakes to avoid. Get your people to do the things that need to be done - and like it!
Managing Remote Teams
Managing a team of people in one location and one time zone is one thing, managing a dispersed group of people in many locations and in different time zones is quite another challenge. Yet increasingly this is the requirement of managers as they work in a more international or indeed global environment. They need to use the right communication processes in the right way, they need to be able to manage performance and motivate at a distance, and they need to handle cross cultural diversity skilfully.
This session covers the insights, processes and skills to achieve this challenge.
Building High Performance Teams
High Performance Teams are built, over a period of time by skilful team leaders. What skills do these team leaders possess? Here are some of them. They have the ability to clearly articulate a vision for success, they set stretching goals and objectives, they adopt winning strategies, they select the right people for different roles, they coach/train the m, they lead with personal credibility and authority, and they set high standards around team values and culture.
This session looks at each of these key ingredients to success.
Teams grow and develop into high performing teams as a result of going through a number of developmen t phases. This session examines each phase in turn and shows team leaders how to lead at each phase of team development including forming a team, handling conflict within a team, introducing the best team working processes, training for high performance and individual empowerment and rewarding team working.
Strategic Thinking and Planning
In today’s complex markets the need for clear thinking around strategy development has never been gre ater. This requires an understanding of the key elements of strategic thinking and an ability to choose the best strategy to deliver a Vision and Objectives.
Strategic plans are key to future success as is the ability to implement them effectively. This session provides a powerful tool kit to get started in this challenging area of skill.
Team Briefing Skills
Team Briefings enable an organisation to communicate top down and bottom up. Find out how to structure the content, roll out the process and use it to engage with your whole work force in this highly practical session which could revolutionise your internal communications.
What stops us delegating? The session is based around a very simple yet practical step by step delegation process which can be followed for virtually any task that may need to be delegated.
Find out what motivation really is - what motivates you, as a manager, and the different possible motivators for your staff. The session uses a number of methods to discover the key contributors to a person’s motivation and provides diagnostics, processes and checklists to enable you to motivate people in a way
they like to be motivated.
Managing for day to day effectiveness and continuous improvement is the challenge of every manager. It requires the use o f a five step management process and a set of key skills to use in the process. Participants in this session will learn how to immediately improve their effectiveness as a manager and as a result improve their team’s results.
Managing Customer Service
Using a simple four step process participants in this session will learn how to turn a vision for customer service excellence into a reality. Aimed at those managing teams responsible for both internal and external customer service the session results in a customer se rvice improvement plan which all customer facing staff can easily follow.
Change is a norm and the ability to manage it well is a must. There are many contributors to leading and managing change effectively and these include personal beliefs, use of change management processes and skills, and the successful application of these processes and skills.
This session covers all the essentials of change leadership and management.
This session is aimed at mentors who want to develop their Mentoring Role. The session covers the seven contributors to successful mentoring:
- Setting Mentoring Objectives
- Role of the Mentor/Mentee
- Mindsets required of Mentor/Mentee
- Mentor’s Qualities
- Mentoring Interactions
- Mentoring Skills
- Mentoring Environments
Talent Development Skills
Keeping your best people and releasing the natural gifts and talents of all employees is every manager’s job these days.
Coaching people to grow and develop them is a key area of skill for all those with leadership and management responsibilities.
This session uses a simple seven step process (DEVELOP) to equip people managers to also become people developers.
SMART Objective Setting Skills
The stages of each element of the SMART objective setting process is covered in this session thus enabling the delegates to apply SMART objectives in a range of business and personal situations.
The focus of the session will be the achievement of specific outcomes using the SMART objective setting methodology.
Appraisal Meeting Skills
Performance Appraisal Meetings have the potential to be highly motivational or highly de-motivational. The difference lies in the ability of the manager to properly prepare for meetings, correctly structure them and effectively use skills of giving and receiving feedback.
This session covers all these aspects of key appraisal skills.
Knowing how to manage people’s performance and increase their job satisfaction at the same time is the challenge that every manager faces. They say that the best performances are willingly given. Participants in this session will learn how to manage people’s performance using a five step process that ensures that people deliver the results required and are highly self-motivated in the process.
Giving and Receiving Feedback
Giving feedback to employees, and indeed people generally, can be a real challenge particularly if the feedb ack is concerned with raising and overcoming a problem. The person receiving the feedback can react either positively or negatively and it is important that the person giving the feedback can effectively respond to and manage these reactions, whilst being open to feedback themselves.
This session is a must for anyone having to confront sensitive issues with others.
Dealing With Underperformance
The session examines four different scenarios of performance to clarify what underperformance means. It provides a seven step process for achieving improvement and w hat to do if the underperformer fails to improve.
Coaching can be undertaken for a number of reasons – to solve problems, to develop people’s capabilities, to impart new knowledge and skills and to encourage an individual to develop themselves to achieve agreed goals.
This session covers all these aspects of coaching.
Global Account Management
There are few activities in the area of Sales and Account Management that are more challenging than Global Account Management.
It requires obtaining a global view of the client, communicating and liaising effectively with Regional Sales People, implementing Global Account Plans, working as a remote team to manage what are often complex client interfaces, and spotting new opportunities to grow the account.
All of these issues are covered in this session.
The most effective sales people manage their sales territories using an effective Territory Planning Process.
This includes establishing key objectives, planning his/her use of time, using account management skills to grow business with key customers, and using effective defence/attack strategies to outsmart competitors.
All these key skills are covered in this session.
Sales Force Management
The effective Sales Manager is multi-skilled being able to interpret key trends in the market-place, identify the impact of these on customers, align his/her sales activities to different customer types, lead the sales team with an effective leadership style, performance manage, and motivate his/her sales people for long term success.
This session covers these core essentials of Sales Force Management to equip Sales Managers to be really effective and to add value in their role.
Consultative Selling Skills
The best sales people are those who have mastered the techniques of Consultative Selling.
When using a Consultative Selling Process the salesperson takes time to understand the customer’s current situation, including needs and problems, assists the customer to identify a preferred future situation, establishes the gap between the two and partners the customer in addressing the key issues and challenges in bridging the gap to deliver a co-designed solution.
This session covers these key processes and skills which contribute so much to sales success.
Extracting from a customer account its optimum commercial value is the dream of all effective sales people.
What does Account Mining entail?
It entails exploring new business opportunities, revealing them and then extracting them. It involves a high level of market-place knowledge, thought leadership on emerging trends, translation of these into the customer's business and being seen as a trusted adviser/business partner who will deliver new initiatives with confidence.
Account Mining results in a win/win outcome for both supplier and customer. They grow together.
What is Insight Selling?
It is when a sales person has such a good working knowledge of a customer and their business that s/he is able to spot opportunities to solve future problems and/or open up growth opportunities for the customer by analysing their situation using a gap analysis, working up an idea to bring to the custo mer, testing it out internally and then with the customer, and then delivering customised solutions to add value to the customer’s business.
It requires substantial personal credibility and a depth of knowledge as well as exceptional stakeholder management skills.
The session covers these key ingredients to the success of Insight Selling.
Telephone Selling Skills
Making outgoing telephone sales calls can be an exhausting and de-motivating task in today’s business environment.
Yet with better call planning, the use of telephone techniques that really do work, and application of effective closing skills telephone selling failure can rapidly be turned into a success.
This session covers the processes, knowledge and skills required for effective telephone selling
Improving Selling Skills
Instead of selling AT customers, drowning them in product/service details, successful sales people consult WITH customers, identifying their needs and their future preferred situation and then creating solutions with the customer’s input.
If you want to stop your sales people talking and get them to start consulting and problem solving this is the session for you.
There is a saying that ‘everything is negotiable’.
Never has this been truer than today when resources are scarce and long term positive relationships so important.
In this climate of increasing interdependency this session covers the key skills of effective negotiation which can be put to use immediately to achieve commercial success and win/win outcomes.
Customer Service Skills
This session is aimed at all customer facing employees and focuses on four key skills for delivering excellent customer service.
Transform your customer service team’s results in just two hours by equipping team members to turn every customer interaction into a potential new sale.
Account Management Skills
Defending and growing key accounts is a critically important activity in these highly competitive times.
Good account management is about getting a complete picture of the account and using a rigorous process of planning.
It is about key stakeholder management and internal team co-ordination.
It is also about the use of effective selling, presentation and negotiation skills.
This session covers all these aspects and more.
Advanced Presentation Skills
This session is aimed at experienced speakers who realise that making high level presentations is becoming a more important part of their lives.
The content focuses on conveying personal credibility, adapting to different cultures, influencing people with an appropriate style, using sensory language effectively and presenting with powerful, memorable content and media.
For many people making presentations to provide information or to sell ideas is a vitally important part of their role.
To make effective presentations people need the confidence to present their ideas clearly, concisely and with impact.
This requires them to use their voice and body language to present their content powerfully.
It also requires them to structure their presentation to achieve their aim.
This session is invaluable for those wanting to acquire or develop effective presentation skills.
Written Communication Skills
This session is designed to help participants write effectively and persuasively.
It introduces the skills, techniques and habits that will enable them to structure written communications and use appropriate language in any document to communicate quickly and easily to the reader the message that they want to put across.
These days influencing is a key area of skill for employees at all levels within an organisation.
Knowing what to do to successfully influence another party and knowing how to do it is crucial if they are to work effectively with others and build longer term relationships.
This session equips participants with powerful tools and techniques covering both the ‘what’ and ‘how’ of effective influencing.
Handling Difficult Conversations
There are times when a person’s behaviours create a blockage in working with them.
Understanding the root cause of these behaviours and adopting effective processes and skills to handle them can be a challenge.
This session covers these processes and skills to enable people to have difficult conversations with confidence.
Face To Face Communication Skills
Equip your people with key skills of face to face communication including expressing themselves clearly and concisely, responding to other people’s preferred communication styles, and speaking with credibility and confidence.
Whether in management, supervisory or customer contact roles this session is ideal for those quite simply needing to be better communicators.
Being appropriately assertive is a key skill for people who find themselves having to obtain results whilst building positive relationships with others.
The key is to value your own rights but to also value the rights of others. For those who are overly submissive or aggressive this session is a must.
Rapport Building is a key area of skill for anyone wanting to build positive relationships with others.
There are four key contributors to effective Rapport Building:
- Showing Interest in the other person
- Mirroring Body Language
- Vocal Modelling
- Building Harmony
All four areas are covered in this highly interactive Virtual Classroom Session.
You will discover your own level of Rapport Building Skill and you will be provided with a host of tips to develop your skills with immediate success.
Working in Teams
A practical, hands-on session exploring the benefits of team working.
Synergy, what successful teams do, how they measure success, welcoming diversity within the team structure, and the different roles that people play are all covered in the session.
Personal productivity is key to everyone’s success these days.
This session looks at the key contributors to effective time management including planning skills, taking control of your use of time, managing interference from others and handling potential distractions.
This session also includes 101 steps on improving time management.
If you are experiencing higher levels of absenteeism the cause might be stress related.
Whilst positive stress can bring out the best in people negative stress can destroy people’s productivity and motivation.
Managing stress is therefore a key area of skill for every employee, not just managers.
This session results in the creation of a stress management plan for each participant, for everyone’s benefit.
Problem Solving Skills
It is essential in today's business world to resolve problems quickly and effectively.
This session looks at the key principles of problem-solving and explores different models and approaches used to resolve problems.
This session seeks to actually reduce the need to multi-task through genuinely more efficient ways of working, involving such skills as dealing with prioritisation and tightly managing others’ expectations.
Meetings can be either time-wasters or time savers.
They can be run for a number of reasons.
Properly planned, structured and run meetings can speed up decision-making and problem-solving and can be used as a valuable communication tool.
Use this session to become fully effective in running and participating in meetings no matter what the meeting.
Developing Natural Authority
Some people develop a natural authority that enables them to influence others in a positive and motivating way.
How do they do this?
This session covers the key skills of developing natural authority to effectively lead and influence others.
Making the right decision when you are faced with a range of alternative options can be the key to success or failure in organisations.
This session demonstrates a process that will help delegates understand the key steps involved in effective decision making and how to evaluate different options to choose the best decision.
Creative thinking is a skill required more and more in organisations as they seek to add value to their customers and differentiate themselves from their competitors.
This session covers the key processes and skills to become more creative thinker and innovator.
Conflict Resolution Skills
This session identifies the underlying reasons for conflict and looks at five different conflict resolution styles.
Participants identify their preferred styles and look at ways to adopt the use of other styles to resolve conflicts more effectively.